The Secret Sauce in B2B Sales: xiQ's Personality-Driven Buyer Groups Explained

In the ever-evolving landscape of B2B sales and marketing, staying ahead of the curve is not just an advantage; it’s a necessity. Enter xiQ, a platform that has revolutionized the way we approach B2B relationships by introducing personality-driven strategies. But it’s not just about understanding your clients; it’s about understanding how you and your clients mesh. That’s where xiQ’s “buyer groups” feature comes into play, a tool that has become my sales weapon of choice.

At first glance, “buyer groups” seemed like a straightforward way to understand the personality traits of individuals at accounts I was working with. But it’s more than that. It’s a tool that allows me to alter my personal style and approach to better suit the client, increasing their ability to consume information. Imagine being able to present information in a way that resonates with your potential client. We all win. They make a better, more informed decision, and I increase the odds of our solution being heard the correct way.

But the real game-changer? The graphic depiction of how my personality matches with the client. This feature allows my sales team to leverage the person best suited for a particular client to drive specific initiatives. It’s options we just never had before.

However, I’ve taken it a step further. Instead of just creating groups for the accounts I’m working with, I create groups for people across different accounts who are all part of my cybersecurity strategies. This approach allows me to send content in one email, formatted to each person’s DISC assessment type. It’s an amazing time-saver that lets me contact potentially dozens of account contacts with better-than-ever information.

xiQ’s focus on behavioral science and personality has also impacted my understanding of the B2B buying process significantly. Taking just five minutes to review a person’s info in xiQ before a meeting has not only helped with that initial conversation but has also given me ideas on where to go when I need to change my approach. It literally gives me 2-3 options for just about anyone. And it’s not just for new clients; deepen your already good relationships by tapping into personality traits you never saw because things were already good.

So, what’s the future of B2B sales and marketing with the integration of platforms like xiQ? It will only get better! My 20+ years of experience is still valid, but now I have information and insights I never had access to before. Add that to my ability to read a room and pick up on body language, and xiQ has become my sales weapon of choice. The future is bright, and it will only get better as more people play, provide feedback, and request enhancements.

In conclusion, xiQ’s “buyer groups” feature is not just another tool; it’s a game-changer that is setting the stage for the future of B2B sales and marketing. And if you’re not using it yet, you’re missing out on a world of opportunities.